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Dec, 12 2013 | Referral Sales, Sales Leadership, Women in Sales

4 Tips for Holiday Networking Success

Whether you dread holiday parties or can’t wait for all the fun to start, here are a few networking success secrets. It’s the most wonderful time of the year … and the most hectic. You’ve probably already accepted invitations to holiday office parties and client events. Now come the questions: Should you bring your spouse […]

Dec, 10 2013 | Referral Sales, Sales Leadership

My Data Is Better Than Your Data

You can do what the “data” tells you, or you can do what works. “The best reason to do something is because it’s never been done before.” That’s what my first manager told me, and I’ve never forgotten her comment. This is just as true, if not more so, today. It’s easier to go along […]

Dec, 05 2013 | Referral Sales, Sales Leadership

Message to Management: Their Failures Are Your Failures

Guest blogger Donal Daly explains how sales managers can become sales leaders. Want to hire and retain people who are “off the charts” brilliant? Then your sales force needs the right tools for success. You need a system that management can use to coach behaviors, not criticize outcomes. Just as importantly, you need sales leaders, […]

Dec, 03 2013 | Referral Sales, Sales Leadership

4 Things You Should Never Do at a Tradeshow

Working a tradeshow is a waste of time if you’re not doing it right. When I attended this year’s Dreamforce as a Salesforce.com blogger, I was reminded of just how great it is to be surrounded by other salespeople—to share best practices, ideas, and even connections. During the tradeshow, I was also reminded of what […]

Nov, 27 2013 | Referral Sales, Sales Leadership

You’re Living in a Warm Call Fantasy

Stop kidding yourself. You’re cold calling. Let’s set the record straight. There’s no such thing as a warm email, a warm phone call, or even a warm knock on the door. A call is either HOT or cold … period Wake Up From the Warm Call Fantasy Thanks to the Internet and social media, there’s […]

Nov, 21 2013 | Referral Sales, Sales Leadership

Tell Marketing They Can Keep Their Leads

You can’t depend on your marketing department to generate real leads. Do you really think marketing can qualify your leads? If so, you can forget about exceeding quota in 2014. Consider this example from Dan McDade, president and CEO of PointClear: The marketing department for one unnamed company generated more than 9,000 “sales leads” in […]

Nov, 19 2013 | Referral Sales, Sales Leadership

Message to Management: 3 Sales Metrics to Focus On

As you’re setting sales goals for next year, know which metrics will get you results. As we wrap up another year, smart sales leaders are already planning for 2014—considering which goals, targets, and strategies will set their reps up for success in the New Year. Of course, this is not easy work. It involves sifting […]

Nov, 15 2013 | Referral Sales, Sales Leadership

Marketing—How Everything (and Nothing) Has Changed

The future of marketing is happening now. Technology might not have changed how we sell, but it’s certainly changed how we market. With new, sophisticated Web applications, social media, the cloud, and the skyrocketing adoption of mobility, marketers and advertisers alike have been scrambling to figure out how rapidly-evolving technologies impact the way we engage […]

Nov, 14 2013 | Referral Sales, Sales Leadership

Your No. 1 Competitive Weapon

What sets you apart from all those other companies? It’s no secret that today’s marketplace is a crowded one. Thanks to technology and globalization, competition is stiffer than ever. So how do you ensure that buyers choose you? Here’s a hint. It’s not technology. Your competitors have access to the same data, social-selling tools, and […]

Nov, 13 2013 | Referral Sales, Sales Leadership

To Make a Splash, You Can’t Rely on a “Drip”

Inbound marketing will not fill your pipeline. Inbound marketing might seem like the magic formula for easy sales, but it’s not. It doesn’t close deals. It doesn’t qualify our prospects, and it certainly doesn’t set us up to make quota. Why? Buyers don’t take action because we “drip” on them. They don’t take action because […]

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